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FY14 Cloud Services Incentives are the richest set of incentives in the Microsoft portfolio, rewarding across the Cloud Services sales cycle, from pre-sales through to post-sales. These incentives enable partners to help customers adopt and deploy cloud services through Microsofts unique ability to deliver and manage a cloud platform across private, hybrid and public cloud scenarios.
AZURE INCENTIVES
The Windows Azure Incentives rewards partners for customer consumption of Windows Azure. This offering creates opportunities for partners to build new sustainable revenue streams and increase their value to customers.
STRATEGIC to drive customer transition to hybrid cloud solutions RICH competitive rates to reward partners cloud investment and adoption EXPANSIVE choices for customers and partners for their desired path to cloud STABLE public cloud incentives with no change to rate and structures
Azure Incentives CRM Online SPLA Incentives Hoster Incentives Online Services Advisor Incentives Office365 in SMB Incentives Cloud Accelerators in Enterprise Incentives Channel Developer Incentive
The Channel Developer for Online Services Incentives rewards partners for selling specific Microsoft Online Services, Office 365, Windows Intune and CRM Online, through Advisor partners. The incentive creates opportunities for partners to build new sustainable revenue streams and increase their value to customers.
The Online Services Advisor incentives reward partners for driving sales, deployment and managing relationships with customers using Office 365, Intune and CRM ONLINE sold though both the Microsoft Online Services Agreements (Web-Direct) and Enterprise Agreements (EA). Through a combination of incentives and accelerators, the Online Services Advisor offering is committed to differentiating and rewarding our trusted Advisors and high performing Cloud partners.
The SPLA Reseller Incentives are targeted at authorized distributor and reseller partners who sell SPLA for supporting Channel partners and driving the business through hoster recruitment, onboarding, activation and licensing compliance. By participating in these incentives, SPLA Resellers can participate in the fastest growing licensing model within Microsoft and use Coop funds to enable and accelerate hosting partner recruitment, channel readiness, and marketing.
These incentives reward growth and deployment of Microsofts platform through a third party hosting scenario driven by sales through the Services Provider License Agreement (SPLA) program. This program enables hosting partners to earn incentives for key activities such as designing offers based on Microsoft products, deploying, selling, and successfully driving revenue growth and platform share.
SOLUTION-FOCUSED INCENTIVES
Microsofts incentives for solution workloads and services span across all customer segments, rewarding partners to secure stronger customer relationships with services on Microsoft workloads. SOLUTION INCENTIVES
Over the past three years, Microsoft has increased its investments in Solution Incentives to drive sales of strategic workloads through partners to customers. Partners with solution selling practices have a great opportunity to leverage these incentives to build their services business on Microsoft products. Microsoft will continue its offer on Management and Virtualization, Application Platform and Lync workloads in FY4.
SOLUTION-FOCUSED INCENTIVES
INVESTMENT to build partner technical selling capacity ACCELERATE new customer acquistion and services revenue for partners AGILE to allow for a quick response to market opportunities
COMPETITIVE with other incentive offerings in market
Solution Incentives Management & Virtualization Solution Incentives Application Platform Solution Incentives Lync Solution Accelerator in Commercial Distribution Incentives Solution Windows Enterprise + MDOP Accelerator in Enterprise Incentives
SOLUTION ACCELERATOR IN COMMERCIAL DISTRIBUTOR INCENTIVES New in FY14, Microsoft will offer all of its commercial distributor partners the opportunity to earn against a Solution sales accelerator. In order to qualify for the incentive accelerator for each workload, partners must carry an MPN Competency that is associated with each workload (Silver or Gold Level). The FY14 workloads are Virtualization & Systems Management, BYOD (Virtual Desktop), Business Analytics, and Messaging & Unified Communications.
New in FY14, Microsoft will be moving the Windows Enterprise Solution Incentive into Enterprise Incentives (October 1, 2013). The accelerator will be paid against new revenue when Microsoft Desktop Optimization Package (MDOP) is attached to Windows Enterprise or from an MDOP standalone product.
ANNUITY INCENTIVES
The strength of partner-led annuity sales moves our business forward, and Microsoft has a rich set of incentives aimed at continuing this robust partner sales engine. Microsofts annuity-focused incentives help partners secure customer relationships, spur cross-sell and upsell of services and products, and foster a seamless transition to the Cloud.
ANNUITY-FOCUSED INCENTIVES
ENTERPRISE INCENTIVES
Microsofts Enterprise Incentives reward and recognize the co-selling sales motion, as Microsoft and Licensing Solution Partners work together to drive Enterprise Agreements into the Corporate Account and Major Account customer segments. This incentive enables partners to deliver services against the best licensing vehicle for enterprise customers to move to the Cloud.
SIMPLIFIED with a single Enterprise Incentive structure FOCUSED on Sell, Renew, True-Up and Cloud with higher rates for sales outcomes STRATEGIC emphasis on growing annuity penetration and building cloud SUSTAINABLE structure that will be both stable and flexible for the coming years
Managed Reseller Incentives accelerate partners who drive Open License customer reach through marketing and sales activities. Incentives include both coop funds and cash rebates to help expand the Open License and Office 365 market opportunity and support marketing investments.
Commercial Distribution Incentives funds and rewards partner performance as authorized Commercial Distributors grow and expand their own partner ecosystems, increase sales pipeline and enable channel readiness, marketing and support. New in FY14, Commercial Distributors will receive additional incentives as they invest and grow a solution-sales reseller ecosystem.
Software Asset Management Incentives are available to Gold and Silver MPN Competency partners to amplify their business growth, securing long-term customer relationships by delivering world-class SAM engagements and services. The SAM Incentive funds three types of proactive customer engagements to help our customers gain a better understanding of their software asset licensing usage and needs.
Enterprise Incentives Managed Reseller Incentives Commercial Distribution Incentives SAM Incentives
Incentives by Type
Overview
On-time Renewal
Enterprise Incentives are designed to secure customer relationships, enable cross-sell and upsell and foster a seamless transition to the Cloud through Partner licensing and sales expertise. On October 1, 2013, Microsoft launches a combined Enterprise Incentives structure encompassing the previous Corporate Accounts Incentives and Major Accounts Incentives. This change will dramatically simplify Microsoft incentives and make it easier for Partners to predict, reconcile and earn incentives. Four key sales outcomes are emphasized in Enterprise Incentives: Sell | Renew | True-Up | Cloud. By focusing on these four areas, our Partners and field sales force are aligned to the key strategic intent of Enterprise Incentives.
The On-Time Renewal incentive rewards Partners for timely renewals and demonstrates Microsofts strong commitment to align Partners goals with the Microsoft field. With Microsoft Licensing Desk approval, early renewals are also eligible for this incentive. This incentive is calculated based on the rates in market on the expiration date of the prior enrollment.
On-time True-Up
The On-time True-Up incentive rewards Partners for research, compliance management, and the collection of customer information to ensure license compliance. The incentive is paid on billed revenue for on-time and early True-Up orders.
Account Services
Global accelerators
In addition to the core incentives, Enterprise Incentives also include global accelerators, which are applied to all areas worldwide.
Legacy contracts
Cloud accelerators
As part of our efforts to drive a global shift to the Cloud, two accelerators on the sales of Office 365, Azure, Intune and CRM Online will be available in FY14: A Cloud USL Accelerator for full-priced SKUs
Legacy contracts are those deals with a start effective date of September 30, 2013 or prior that were previously paid Corporate Accounts Incentives. Deals formerly paid Major Accounts Incentives are not considered Legacy contracts, and will be paid Enterprise Incentives from October 1, 2013 forward. Contracts signed prior to October 1, 2011 will continue to be paid under their current incentive structure (ESA or LAR Sunset) for the remainder of that contract.
CASA/EES Accelerator
For these Legacy contracts, Microsoft recognizes the need to honor pricing commitments partners may have made based on previously communicated incentive rates and structures. The Legacy Contract Investment accommodates the following incentive components:
Where sold through Licensing Solutions Partners (not Distributors), Campus Agreements, School Agreements, and Enrollments for Education Services (CASA/ EES) with an invoice date of October 1, 2013 to September 30, 2014 pay out a flat rate on all billings.
tives attached to billings submitted prior to Oct. 1, 2013, over the coverage period of the billing (earned, accrued and paid monthly)
MDOP Accelerator
The Windows Enterprise workload incentive has been added to Enterprise Incentives. The accelerator will be paid against Windows Enterprise with Microsoft Desktop Optimization Pack (MDOP) attach and MDOP standalone sales only. The MDOP upsell on Windows Enterprise is a top priority.
and year 3 Basic Enterprise Commitment (BEC) revenue on EAs with a start effective date prior to Oct. 1, 2013, for the remainder of the contract (earned, accrued and paid monthly)
The Windows Server Branch Accelerator pays a flat rate on billed revenue for Windows Server deals sold under Select agreements where non-annuity versions of the product are sold (L-only). Order values of the Windows Server Select L specifically must be greater than $20,000USD (please refer to the currency conversion table in the Enterprise Incentives Academy) to qualify.
plicable) incentives on year 2 and year 3 BEC revenue on EAs with a start effective date prior to Oct. 1, 2013, for the remainder of the contract (earned and paid on transaction) Any New, Renew, Add-on or True-up transactions on or after October 1, 2013 will be paid according to the Enterprise Incentives rate structure and rates.
Partner eligibility
Microsoft is introducing the Microsoft Products and Services Agreement (MPSA) in a few markets in FY14. All LSPs authorized to sell Select Plus in the target subsidiaries will be authorized to sell the MPSA in FY14. Microsoft will pay a flat rate against all billings for customers with an MPSA.
Objective
Microsoft Solution Incentives are financial rewards to partners who invest in technical selling capacity to sell strategic workload solutions that integrate Microsoft technology. Over the past three years, Microsoft has increased its investments in Solution Incentives to drive sales of strategic workloads to customers. Solution partners have a great opportunity to leverage these incentives to build their services business on Microsoft products.
Partner benefits
Through Solution Incentives, Microsoft offers a rich set of financial rewards that: Create opportunities for you to build new sustain able revenue streams. Give you more growth opportunities across our product offerings and customer base. Reward activities that drive customer value across the sales cycle. Are competitive with those offered by other vendors.
Required MPN Gold Competencies for Solution Incentives components*** Application Platform/SQL* Application Development Data Analytics Collaboration & Content CRM Data Platform ERP
**Gold and Silver eligibility recognition for Communications only
Lync** Communications
proved or Active Non-Compliant MPN Gold status in each Microsoft Subsidiary in which Company registers and requests incentives through PSX.
Licensing eligibility
Microsoft Agreement ID matched to the Opportunity must include Sales Transactions with incremental
licensing transaction(s) that are made up of new license(s).
The Sales Transaction must be one of the following eligible Customer License programs: Enterprise Agree
ment (EA), Enterprise Agreement Subscription (EAS), Select, Select Plus, Open, Academic/EES or Microsoft Products and Services Agreement (MPSA).
For details on eligibility, please refer to the Solution Incentives Guide posted here:
https://mspartner.microsoft.com/en/us/Pages/Membership/solution-incentives.aspx.
***Business Intelligence competency is now called Data Analytics Identity & Access, Management & Virtualization and Server competencies have been merged into one competency now called Datacenter
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$5,000
Business rules
Partners can earn up to $25K in incentives for each Opportunity and $1M in total incentives during
a 12-month period.
Incentives are based on first-year billed revenue of eligible licenses. Eligible Sales Transactions must be transacted after 30 days of the Incentive Request Date to be eligible
for Incentives.
Once the Opportunity qualifies initially for an Incentive the Opportunity will be deactivated 45 days after
the Sales Transaction Date of the first calculated Incentive or 12 months from Incentive Request Date, whichever comes first.
A Company has up to 12 months to qualify for an Incentive from the Incentive Request Date. Once the Opportunity qualifies initially for an Incentive the Opportunity will be deactivated 45 days after the Sales Transaction Date of the first calculated Incentive or 12 months from the Incentive Request Date, whichever comes first.
In order to manage and support qualified opportunities, Partner must adhere to Microsoft Close Rate requirement that 30% of opportunities registered will result in a Solution Incentives eligible Sales Transaction over a 12-month period.
Incentive Request Date $10k Incentive Sales Eligible Date Transaction Date $20k $7k $4k Eligibility Expiration Date $15k
$10k transaction does not qualify because it occurs within 30 days of request. $20k, $7k and $4k transactions are eligible. $15k transaction is not eligible because 45 days has passed since Sales Transaction Date of first Calculated Incentive.
30 Days
45 Days
Solution Incentives MPN Page: https://mspartner.microsoft.com/en/us/Pages/Membership/solution-incentives.aspx PSX & CHIP Tool System Technical Support and Payment Statuses Questions: Partner Companys specific Regional Service Center (RSC): https://mspartner.microsoft.com/en/us/Pages/
Support/regional-service-centers.aspx
For Transactional Partners only: Operations Account Manager (OAM) through the Call Logging Tool (CLT): https://clt.msops.microsoft.com/clt
Regional Operations Center via the Call Logging Tool (CLT): https://clt.msops.microsoft.com/clt
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Overview
Commercial Distributors are strategically important partners that make significant contributions to Microsofts success, especially in the Small and Mid-sized business market segments. Microsoft offers a set of incentives to its qualified Commercial Distributors as a reward for the value these partners deliver and the work they perform in helping Microsoft achieve its business objectives. The Microsoft FY14 Channel Incentives for Commercial Distributors include both cash rebates and Cooperative Marketing Funds (Coop). The Coop program provides funds to participating Distributors to help differentiate and build channel preference and awareness for Microsoft products through increased demand generation, market development, and readiness activities.
A Distribution agreement with Microsoft and authorization specifying entitlement to sell finished goods products Authorization agreements detailing the licenses for products (Open Licenses, FPP, or PKC) it is allowed to sell. Microsoft Partner Network required certification for Commercial Distributors Once a partner has been designated by Microsoft as a Commercial Distributor, they automatically become eligible to earn incentives (once the program letter is signed by the partner).
Incentive Benefits
By leveraging the Distribution incentives, Partners can: Grow and extend their partner ecosystem and revenue with enhanced rebates; Use Coop funds to increase sales pipelines, enable and accelerate channel readiness, marketing and support; Increase profitability by broadening product/solution offerings into high-growth market segments.
Product revenue is based on three categories: Core, Growth and Incubation. Incentive rates increase inversely with product maturity. Open annuity contracts incent at higher rates than non-annuity contracts.
core
Office Office for Mac Other MOD Other MOD Online MOD CAL Suites Core CAL STB CAL Suites Core CAL Windows Client Windows Legalization Windows Server Other Windows Server Standard Windows Server CAL Windows Remote Desktop Services
growth
BizTalk Server Developer Tools Dynamics CRM Dynamics CRM Online Exchange Server & CAL MOD CAL Suites ECAL MS Learning and IT Pro Subscripts (IT Academy) Project SharePoint Server and CAL SQL Server Standard and CAL SQL Server Premium STB CAL Suites ECAL Visio Windows Server Datacenter
Incubation
Lync Server & CAL Lync Plus CAL System Center Client System Center Server Identity and Access Windows MDOP
To be eligible for Commercial Distribution incentives, a partner is required to have the following:
Lync Online is incented as an Incubation Product; Exchange Online, Project Online, SharePoint Online, Visio Online, and Office Web App Online are incented as Growth Products.
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Commercial Distribution incentives are paid on the licenses and pricing types below.
commercial/govt
Open L or L&SA Open Upgrade Open SA Renewal Open Value - new, renewal OVS - new, renewal Office 365 Midsized Business & Small Business Premium SKUs
academic
Open Academic OVS-ES - new, renewal School new, renewal
Microsoft will offer all of its commercial distributor partners the opportunity to earn an accelerator for the revenue associated with the sales of defined workloads of strategic solutions sold to SMB customers via Open License in FY14. In order to qualify for the incentive accelerator for each workload, the distributor must attain an MPN Competency that is associated with each workload (Silver or Gold Level) in each Microsoft subsidiary that it wants to qualify. These workload solutions are: Virtualization & Systems Management (H1) BYOD (Virtual Desktop) (H2) Business Analytics (H2) Messaging & Unified Communications (H2)
Commercial Distributors earn incentives on eligible revenue, based on both corporate-defined components and locally-chosen accelerators according to the revenue they produce in each category based on their purchases from Microsoft. Earned incentives are paid to partners as Cash Rebates and Coop Marketing Funds. At the end of a six-month Earning Period, Partners are credited with rebates, and start to claim Coop Funds.
Commercial Distribution
Incent on SMB Open Revenue Rebate and Coop Elements
The accelerator opportunity for Virtualization & Systems Management will launch in H1, the accelerators for the other 3 workloads will launch in H2
Coop funds can be used to pay for eligible Demand Generation, Market Development, and Partner Readiness activities. Most activities require pre-approval by the local subsidiary and/or program audit/support team. The Distributor will need to provide required information for each of marketing activity to allow the tracking of the necessary metrics to provide ROI calculation.
Eligible Coop Activities
demand generation
Online Advertising Web Advertising Print Ads & Brochures Direct Mail/ Email/ Mobile SMS Catalogs
Core
Rates increase for both Growth & Incubation products Open Annuity contracts incented at ~2.5X Open L Attractive rates for Office 365 M&P2, Home Premium & University
Corporate Office & IT Academy Accelerators Incremental Incentive for Office Open & select IT Academy product sales Solution Workload Accelerator Incremental Incentive for Certified DISTIs
market development
Customer Offers & Incentives Promotional Retail Merchandising Sponsorships Telemarketing On-site Champs Tradeshows Internal incentive & SPIFFs E-Commerce Deployment Services Onsite CPLS Consultant or Offsite MS LC Proof of Concept Services Bootcamps Seminars Floor Days Multi-Vendor Expositions Social Media or Mobile Commerce Web Syndication Skyrocket Search Engine Optimization
partner readiness
Microsoft Training Tuition fees MPN Registration Fees Microsoft Exam Fees Microsoft conference registration fees Microsoft On-site Sales Training Microsoft Conference Travel & Hotel
Install-Based Upgrade
Public Sector
Commercial Distributors incentive is paid on New and Renewal Open license agreements sold SMB customers by Tier 2-4 resellers. In FY14, a corporately defined accelerator for Office sold via Open will be applied in every subsidiary. Actual rates for this accelerator will vary by annuity and nonannuity licenses. In addition, an accelerator of 7% for selected IT Academy products will be offered globally.
How can I learn more about these Incentives? Commercial Distributor Activation Kit
http://partner.distribution-coop-activation-kit.com/ Microsoft Partner Network https://partner.microsoft.com
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Overview
Managed Resellers are strategic partners for Microsoft because they leverage their various strengths and strategic focus to help extend Microsofts reach into the market for Open Licenses and Office 365. For some, these strengths include nationwide or multi-country coverage, focus primarily on direct marketing activities such as selling online and through outbound telesales teams, sell in high volumes, and differentiate themselves through their licensing expertise. For others, these strengths include local and regional presence, established solutions practices, and experienced sales and marketing engines. In most markets, a relatively small number of Managed Resellers transact a significant portion of the Open revenue. This group of Managed Partners are also critical to Microsofts compete plans and will be a significant sales engine for Cloud offerings. The Managed Reseller incentives provide rewards for those partners who help Microsoft increase its Open License customer reach through marketing and sales activities. Incentives include both coop funds and cash rebates to help expand the Open License and Office 365 market opportunity and support marketing investments that benefit both Microsoft and its Managed Reseller partners.
Managed Resellers are selected by Microsoft based on their Open license sales history, Microsoft Partner Network competency attainment, local management status, and market coverage on behalf of Microsoft. Eligibility requirements include:
MPN Competencies
Tele-PSE and have a MS Sales ID; Resell above $75K US/year in Mature Markets or $50K US/year in Emerging Markets of Open License revenue in the past 12 months (thru May 31, 2013). Market maturity models are defined by Microsoft. Earn MPN Competencies: Partners must attain Gold or Silver level in a MPN competency by June 1, 2013. Below is a list of the competencies a partner can attain to achieve FY14 eligibility:
Application Integration Midmarket Solution Provider Business Intelligence Server Platform Communications Small Business Collaboration & Content Software Asset Management CRM Volume Licensing Data Platform Devices and Deployment Identity and Access Management & Virtualization Messaging
Incentive Benefits
By leveraging the Managed Reseller incentives, partners can: Grow and extend the customer base and sales pipeline with enhanced rebates;
and accelerate sales and profitability; Increase profitability and enhance value proposition by broadening product/solution offerings into high growth market segments, including the cloud.
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Managed Resellers are eligible to earn corporate defined globally-applied incentives, globally defined accelerators, and locally chosen accelerators that are selected by the local area from the list below. Global incentives are paid on new and renewal Open licenses.
commercial/govt
Open L or L&SA Open Upgrade Open SA Renewal Open Value - new, renewal OVS - new, renewal Office 365 Midsized Business & Small Business Premium SKUs
academic
Open Academic OVS-ES - new, renewal
Rebates are paid during the month following the earning period, once the calculations have been conducted and verified. Coop funds are paid during the usage period once the activity has been conducted, and associated expenses are approved for eligibility by Microsoft.
Participating partners work through two 6-month earnings and claim business windows per year. Incentive earnings are calculated by multiplying eligible revenue by the rate for the associated revenue category, including global and local accelerators.
Partners are paid after the end of each semester by receiving a rebate payment as well as coop marketing funds that are available to spend against over the following six months. The proportion of rebate and co-op funds varies between emerging markets and mature markets. Please consult your incentives letter for more details.
market development
Telemarketing On-Site Champs Tradeshows Internal incentives (SPIFFs) E-Commerce Proof of Concept Services Customer Seminars Floor Days Social Media or Mobile Commerce Web Syndication Skyrocket Search Engine Optimization Multi-Vendor Exposition
partner readiness
Microsoft Training Tuition Fees MPN Registration Fee Microsoft Exam Fees Microsoft Conference Registration Fees Microsoft On-Site Sales Training Microsoft Conference Travel & Hotel
Incentives are earned for the sale of Microsoft products sold via Open licensing agreements, as shown in the table below. The rates can be found in the letter for the incentives.
core
Office Office for Mac Other MOD Other MOD Online MOD CAL Suites Core CAL STB CAL Suites Core CAL Windows Client Windows Legalization Windows Server Other Windows Server Standard Windows Server CAL Windows Remote Desktop Services
These activities need to meet the defined criteria and must be approved by the subsidiary and /or program audit /support team and must be used to drive incremental Microsoft Open revenue.
growth
BizTalk Server Developer Tools Dynamics CRM Dynamics CRM Online Exchange Server & CAL MOD CAL Suites ECAL MS Learning and IT Pro Subscripts (IT Academy) Project SharePoint Server and CAL SQL Server Standard and CAL SQL Server Premium STB CAL Suites ECAL Visio Windows Server Datacenter
Incubation
Lync Server & CAL Lync Plus CAL System Center Client System Center Server Identity and Access Windows MDOP
Lync Online is incented as an Incubation Product; Exchange Online, Project Online, SharePoint Online, Visio Online, and Office Web App Online are incented as Growth Products.
Managed Resellers may also be eligible for: Online Advisor: Partners can earn incentives for selling specific Microsoft Online solutions. SAM Services Incentives: Partners can earn incentives for performing SAM Services engagements with customers (pre-approval required). Solution Incentives: Partners earn incentives for selling specific Microsoft solutions. Solution Incentives require earning specific Microsoft gold competencies highlighted in bold above (silver for Communications).
Managed Reseller Activation Kit http://www.managed-reseller-activation-kit.com/ Microsoft Partner Network - https://partner.microsoft.com For specific questions, please contact your Regional Service Center.
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Overview
The Online Services Advisor incentives reward partners for driving sales, deployment and managing relationships with customers using Office 365, Intune and CRM ONLINE sold though both the Microsoft Online Services Agreements (Web-Direct) and Enterprise Agreements (EA). Through a combination of incentives and accelerators, the Online Services Advisor offering is committed to differentiating and rewarding our trusted Advisors and high performing Cloud partners. Advisor Incentives create opportunities for partners to build new sustainable revenue streams through Microsoft Online Services, benefiting from the customer transition to the Cloud. Terms: This document describes incentives in place from July 1, 2013 to September 30, 2014.
Partner Benefits
The Online Services Advisor incentives represent a large and growing investment in partners supporting Microsoft Online Services. Partners benefit from having the potential to earn more than ever before. Whether selling or deploying, more of the partner incentives are paid on the full-year value. In addition, the Online Services Advisor incentives differentiate high-performing partners with the ability to earn Accelerators.
Partner Eligibility
Partners who want to participate in Online Services Advisor Incentives must have both (i) a current Microsoft Partner Network Agreement and (ii) a signed the Microsoft Online Services Partner Agreement (MOSPA). For CRM Online, partners must also sign CRM Online Services Agreement (CSA) and pass an assessment. To participate in the Accelerator incentives, partners must either participate in Cloud Accelerate, or eligible Silver or Gold competencies. For more detailed description of eligibility requirements, please refer to the Online Services Advisor Guide. Large Account Resellers with a MOSPA and a services practice are eligible to become an EA Deployment partner, in addition to being the EA Partner of Record for the EA transaction.
Incentives Objectives
These incentives are designed to accomplish the following: Reward partners who sell and deploy Microsoft Online Services of Office 365, Windows Intune and CRM Online Reward partners for performance through Accelerators Help partners to develop their Cloud business practices
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Design
Advisor Partners can earn incentives through Web-Direct or EA deals. Below is a break-down of the FY14 Online Services Advisor structure for both Web-Direct and EA.
Eligible partners can earn Sell incentives for the full-year value of each seat sold through MOSA. Cloud Accelerate, Silver or Gold Partners can earn sell accelerators. All participating partners can earn a recurring Manage incentive for managing their customer. To earn incentives, the partner must be selected by the customer as a Partner of Record as part of the transaction, using the Microsoft Online Portal (MOP).
Resources
Online Services Advisor Incentives Guide Online Services Advisor Execution Guide
EA Deployment
Eligible partners can earn Deploy incentives for the full-year value of each Online Services EA seat deployed. Cloud Accelerate, Silver or Gold Partners can earn accelerators as they grow their deployedseat footprint with customers. All participating partners can earn a recurring manage incentive for managing their customer. To earn incentives, the Advisor partner must perform the Online Services deployment and be a designated Online Services Advisor on that EA.
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Overview
The Windows Azure Incentives rewards partners for customer consumption of Windows Azure. This offering creates opportunities for partners to build new sustainable revenue streams and increase their value to customers. The terms of these incentives are from July 1, 2013 to September 30, 2014.
Design
Windows Azure Incentives offers a 20% incentive to eligible Partners on customer consumption of approved Windows Azure Subscriptions. Windows Azure Consumption is the monetary value of the billable Windows Azure Services consumed by a Microsoft Customer in a given time period. Azure Subscriptions purchased for partners own use are not eligible for Windows Azure Incentives.
Partner Eligibility
Microsoft will transition Windows Azure incentives eligibility to align to the MPN competencies. During this transition, existing Azure Circle partners will continue to be eligible for Windows Azure incentives. Partners who have achieved Gold competency status in the competencies in which Windows Azure is being integrated into (Gold competency status) will be elig ible for Windows Azure Incentives. For Azure Circle and Gold competency status requirements details, see the Microsoft Partner Network (MPN) Competencies site. Partners who have achieved Gold competency status in the Standard Track for competencies will not be eligible for Windows Azure Incentives.
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Earning Incentives
In order to earn Windows Azure Incentives, eligible partners must be on-boarded to the Partner Sales Exchange (PSX) tool. A Partner enters an opportunity with the Customer Subscription ID in PSX and once approved by Microsoft, the Partner is associated with the Customers Windows Azure Subscription.
Support
Area Resources
All general questions should be directed to your assigned PAM Additional self-service reference may be found at the Partner Activation Toolkit
All PSX system technical support questions should be directed to the Partners specific Regional Service Center
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Overview
The Channel Developer for Online Services Incentives rewards partners for selling specific Microsoft Online Services, Office 365, Windows Intune and CRM Online, through Advisor partners. The program creates opportunities for partners to build new sustainable revenue streams and increase their value to customers. The terms of these incentives are from September 1, 2013 to September 30, 2014.
Partner Eligibility
Channel Developer partners who are Microsoft Authorized Distributors are eligible to participate in the Channel Developer Incentives offering. The Distributor competency can showcase your sales and licensing expertise in helping MOSPA partners configure licensing solutions for their customers. The MOSCD Agreement, which was previously required for incentives eligibility, is no longer required.
Objectives
A Channel Developer partner must be associated with the partners described as the customers Partner of Record, to automatically earn incentives. To establish this relationship between the Channel Developer partner and the Online Advisor partners, the Microsoft Online Services Partner (MOSP) partner must identify their Online Distributor or record when they sign the (Microsoft Online Services Partner Agreement (MOSPA). Please contact your Partner Account Manager for more information. The Channel Developer partner will earn the Incentives for every net-new seat sold by the MOSPA partner.
Eligible Revenue
Channel Developer partners can earn incentives on all eligible revenue for their Online Advisor partners (Office 365 and Windows Intune). These Advisor partners must have a MOSP agreement, and must be selling to customers who are purchasing Microsoft Online Services through MOSA.
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Earning Incentives
1. Microsoft Online Channel Developer recruits, trains, and enables partner to sell Microsoft Online Services 2. Transaction occurs: MOSPA partner designates Channel Developer Partner of Record Microsoft Online Services Partner advises end customer on the purchase of Microsoft Office 365 or Windows Intune Online Services
3. End customer purchases subscription service and identifies MOSPA as the Partner of Record 4. MOSPA partner earns incentives against billed revenue 5. Channel Developer partner earns incentives against billed revenue Note: No claim process is required. Once the relationship between a Channel Developer partner and the Advisor partners is established, earning and payment is automatic.
Resources
Partners need to refer to the incentives guide for the specific terms and eligibility requirements for the incentive. Online Services Channel Developer Incentives Guide Online Services Channel Developer Execution Guide
Support
Please contact your Partner Account Manager for questions. You can also contact Regional Service Center for support.
Incentive Rates
8% on Year 1 revenue beginning September 1, 2013 to September 30, 2014 2% for Year two & beyond
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Summary
Overview
Service Provider License Agreement (SPLA) Reseller Incentives | July, 2013 When is a Partner paid?
Rebates and accelerators are paid at the end of the month following the 3-month earning period. Coop incentives are paid during the usage period once an eligible activity has been conducted and approved by Microsoft. The Coop earning period is a six-month period prior to the usage period. Coop approved claims are paid once per quarter.
The Service Provider Cloud is strategically important to Microsofts success, especially in the Small and Mid-sized market segments. Microsoft offers incentives to its authorized LARs and Distributors who sell SPLA for supporting Channel partners and driving the business through hoster recruitment, onboarding, activation and licensing compliance. By participating in these incentives, SPLA Resellers can participate in the fastest growing licensing model within Microsoft and use Coop funds to enable and accelerate hosting partner recruitment, channel readiness, and marketing. This document will provide an overview of the incentives that can be earned by SPLA resellers for their sales of Service Provider License Agreements.
Partner Benefits
By leveraging the SPLA Reseller incentives, Resellers can: Grow and extend the customer base with enhanced rebates; Use Coop investments to extend marketing reach and accelerate sales; Accelerate hosting partner recruitment, channel readiness, and marketing
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Summary
Overview
Hosting Partners are strategically important partners in broadening Microsofts reach in the cloud leveraging a third party hosting scenario. Microsoft Hosting Partner Incentives serve to promote deeper market penetration and deployment of Microsoft platform through a third party hosting scenario driven by sales through the Services Provider License Agreement (SPLA) program. This program enable hosting partners to earn incentives for key activities such as designing offers based on Microsoft products, deploying, selling, and successfully driving revenue growth and platform share. This document will provide an overview of the incentives that can be earned by selected hosting partners for revenue driven through Services Provider License Agreements.
Partner benefits
By leveraging the Hosting Partner Incentives, partners can: Grow and extend the customer base with enhanced rebates; Use coop investments to extend marketing reach and accelerate sales; Accelerate end-customer recruitment, partner readiness, and marketing efforts
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Martin Wolfram
Objective
SAM Services engagements were designed to increase the number of enterprise customers who can properly and proactively manage their licenses by: Helping our customers understand how to reconcile their software use to their entitlements Outlining ways they can improve their SAM policies and practices to lower costs and reduce risk Creating a plan to deploy and adopt the necessary software tools to track and manage their software use on an ongoing basis.
Partner Requirements
In order to participate in this incentive program, partners must meet the following criteria: Partners must meet the Gold SAM competency requirements in the Microsoft Partner Network A Partner Target Plan must be in place for the SAM Services Workload in each country in which the partner plans to request incentive approval for work under this program The consultant delivering the engagement must be an employee and have passed the 70-673 SAM MCP
These engagements will also increase opportunities for qualified partners to engage new customers to demonstrate the value of SAM solutions, or to engage existing customers in new ways in order to develop deeper relationships and new revenue opportunities.
Partners with a strong background in process consulting, deep licensing expertise, and a focus on core IO, deployment or systems management will most likely want to participate in this program to deepen customer relationships in these areas to increase broader, long-term business opportunities with these customers.
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Eligible Engagements
A set of uniform SAM engagement descriptions which cover three strategic engagement scenarios are eligible for this incentive, as follows: SAM Baseline: inventory of deployed Microsoft assets, review of corresponding customer license documentation, virtual, hosted, or cloud-based solutions, and identification of any opportunities for improvement. SAM Assessment: review of customers existing processes against SAM Optimization Model framework, identifying improvement opportunities and associated ROI. SAM Deployment Planning: provides deployment planning for SAM capabilities relating to deployment, metering, inventory and control through a proof of concept using System Center, Windows Intune or MAP.
What if a customer doesnt want to share the engagement results with Microsoft?
Under this program we will only pay incentives for those engagements where the required documentation is shared with Microsoft. Partners will need to discuss the disclosure requirements with customers before applying for the incentive, and should work directly with customers to pay for work delivered outside the approved incentives.
What if the customer wants more assistance than what is provided through the Microsoftdefined SOW and incentives?
Partners can charge for any additional services beyond what is required in the predefined SOW from Microsoft. This additional work would need to be paid directly by the customer at the rate negotiated between the partner and customer.
To ensure full transparency of the engagement details for all parties, the defined deliverables must be provided to Microsoft in order for an engagement to be eligible for incentives under this program.
Incentive rates have been determined based on a fixed fee schedule aligned with local market rates. Complete rate schedules are available in the SAM Services Incentive Program Guide.
PSX is the interface for partners to share and manage their SAM engagement opportunities with the Microsoft SAM Engagement Managers. PSX opportunity creation and related incentive requests are required for a partner to earn an incentive. PSX is globally implemented and available to partners. Contact your Partner Account Manager for further information regarding training and registration.
Which customers are eligible to have SAM Services engagements funded through this incentive program?
Partners may request a SAM Services Incentive for eligible engagements with customers who have greater than 200 desktops. Engagements with customers who are eligible for SAM Service delivery under ESA are excluded from eligibility under this incentive.
CHIP is the vehicle for partners to enroll in the SAM Services Incentive Program. It also provides partners with a dashboard view of their incentives and is the means to calculate and disperse incentive payments.
Will the partner need to disclose to the customer that they are getting compensated from Microsoft?
Yes. Partners must also disclose to customers that they will be sharing the required deliverables with Microsoft as part of the incentive program.
Partner Resources
SAM Services on Microsoft Partner Network: https://partner.microsoft.com/samservices SAM Engagement Resources: https://partner.microsoft.com/global/licensing/40092820
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